real estate farming: 11 Secrets to Geo Farming Success
- 05/10/19 09:41 PM
Denise Lones has created a blueprint for success for agents who wish to "own" their own geographical territory. This is farming at it's best... so read and heed!
11 Secrets to Geo Farming Success
Many real estate agents utilize geographical farming to build a strong predictable lead generation system. It is easy to send postcards to your farm and call it good but is that getting you the results you want? If not, then it is time to make some tweaks to build a strong PERSONAL PRESENCE.
When I started geographical farming, when I first started selling real … (6 comments)
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real estate farming: Help! Another agent is farming in "your" territory!
- 03/02/19 04:00 PM
You’ve got a territory – or you’ve been working on developing a territory – but now there’s another agent or two moving in on you. They’re marketing to “your” homeowners.
What should you do?
The first impulse might be to “go political” and tear down the competition – but that would not be wise.
Years ago, market researchers learned that naming your competition in an ad brought an unwanted result. It made people remember the competition instead of the advertiser!
In addition – when you tear down someone else, it makes you look bad. So eliminate that idea.
Instead, keep marketing, keep being visible, keep sending those … (7 comments)
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real estate farming: What’s the difference between prospecting and farming?
- 05/10/18 01:05 PM
While the two terms are usually used interchangeably, and my Prospecting Letters page really contains more farming than prospecting letters, there really is a difference.
Think about it.
A prospector goes out into the hills, the desert, or the river beds in search of gems, gold, or other precious metals. He (or she, of course) sifts through tons of rock, sand, or dirt in search of the prize. If the prospector is lucky and has chosen the right place to prospect, he hits pay dirt.
It’s a whole lot like fishing, where you cast the line out into the water and hope a fish … (43 comments)
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real estate farming: How Do You Start Real Estate Farming if You Do NOT Have Any Listings?
- 07/06/17 11:25 AM
Thanks to Beth Atalay for laying out simple and creative ways to make yourself the most popular agent in the geographic area of your choice. Although I provide farming and prospecting letters for agents, I believe they're only one part of a comprehensive overall marketing plan. Beth's "Back to School" idea is pure genius - and will hopefully spark even more creative ideas.
How Do You Start Real Estate Farming if You Do NOT Have Any Listings?Real Estate farming is probably one of the oldest methods to attract new buyers and sellers and make your phone ring. What is Real … (3 comments)
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real estate farming: You wouldn’t do this when door knocking, so why do it by mail?
- 08/23/16 06:10 AM
Have you thought about the similarities between door knocking and prospecting by mail?
Aside from the fact that you must necessarily introduce yourself by name when someone answers their door, the two are much alike. And yet – agents treat them very differently.
Your first goal is to catch that homeowner’s interest – so he or she doesn’t either slam the door in your face or drop your letter in the round file.
If you’re knocking on the door you'll probably state a reason for your visit.
You may be there to tell them about a new listing in the neighborhood. You might be … (21 comments)
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real estate farming: Stay in touch with past clients/your sphere on Valentine's Day
- 02/05/16 08:05 AM
According to History.com, more than 62% of Americans celebrate Valentine's Day.
With approximately one billion cards sent each year, it is second only to Christmas in its impact on the greeting card industry.
I have no idea who keeps track of this, or how they do it, but they report that 85% of those cards are purchased by women.
Although considered by some to be a purely romantic holiday, many do also send affectionate greetings to parents, children, grand-children, siblings, and friends.
That means it's a great time to send a short greeting to your past clients, your sphere of influence, and the folks in … (24 comments)
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real estate farming: How to market yourself when you have competition...
- 02/04/16 08:37 AM
You've got a territory – or you've been working on developing a territory – but now there's another agent or two moving in on you. They're marketing to "your" homeowners.
What should you do?
The first impulse might be to "go political" and tear down the competition – but that might not be wise.
Years ago, market researchers learned that naming your competition in an ad brought an unwanted result. It made people remember the competition instead of the advertiser!
Instead, focus on what you do well. Toot your own horn.
Talk about your personal service or your extensive marketing techniques. If you've got good statistics to … (19 comments)
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real estate farming: Could you NOT open these marketing mailers?
- 06/14/14 06:52 AM
Yesterday's mail brought an envelope that fairly demanded that I open it. There's no way I could have dropped it in the trash:
Could you have NOT opened this?
I think it's quite wonderful, but I sure wouldn't recommend using something like this unless you really know your audience and the reward is substantial.
I don't know what this kind of envelope costs, but he spent $1.40 to mail it to me. Sending thousands of those would run into some major money.
In this case, the sender read his audience wrong. Although I subscribe to his newsletter, I don't sell the … (68 comments)
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real estate farming: Real Estate Marketing - Prospecting first, farming later
- 12/12/13 05:44 AM
In real estate marketing we often use the words prospecting and farming interchangably - but they really are not the same.
When prospecting we're mining for new clients. We're reaching out to people who don't necessarily know us at all, and attempting to show them why it will benefit them to get acquainted.
We might do that with letters or through social networking. We might even do it in person through door knocking, cold calling, or attending networking events.
Farming is different. We're not mining and we're not hunting - we're nurturing relationships that have already begun. We're adding sunshine, water, … (17 comments)
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real estate farming: Real Estate Prospecting or Real Estate Farming, is there a difference?
- 05/29/13 04:41 AM
Real Estate Prospecting vs. Real Estate Farming – is there a difference?
Most of the time we see the phrases "real estate prospecting" and "real estate farming" used interchangeably. Does that mean there's no difference?
I don't think so. And I do think you need to do both.
Real estate prospecting entails searching for new clients. You prospect in a myriad of ways - in person, on line, via email, via postal mail, and in print publications. Those who are most successful use a combination of methods in order to reach the largest number of possible clients.
Like … (3 comments)
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real estate farming: If You're Prospecting in December, don't miss this ...
- 12/07/11 06:33 PM
Yesterday I posted 7 Good Reasons to keep on prospecting in December.
Then today I noticed that a few people who commented noted that it's difficult to convince the sellers, because they've bought into the idea that "Nothing sells in December." So, to help that along, I've decided to offer a special price on my Holiday Listing Letters.
They were already at a low, low price because of their short shelf life - which is getting shorter by the minute. If they're going to be effective, they need to get sent within the next week or so.
So, from … (6 comments)
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real estate farming: 7 Good Reasons to Keep on Prospecting in December
- 12/06/11 07:47 PM
7 Good Reasons to keep on prospecting in December.
Some say that prospecting in December is a waste of time. After all, "nobody" wants to show their home during the holidays, and "nobody" wants to look for a home when they're busy with Christmas and Hanukkah.
Of course, agents who keep on working know that's not true. So here are 7 reasons why you should keep right on prospecting through the month of December:
Sellers who are willing to show their homes now are serious - and just might be more willing to listen to your advice on … (101 comments)
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real estate farming: Postal Mail is Expensive: How to Get Email Addresses & Permission to Write!
- 06/07/11 08:19 AM
Whether you’re farming a territory or prospecting for a specific type of buyer or seller, staying in touch regularly is the way to maintain “top of mind awareness” with them.
And of course, when you’re the agent on their minds, you’re the agent they’ll call when they’re ready to sell. Well, that's assuming that you haven't done anything to irritate them!
So how to get those addresses and permissions?
By offering a bribe, of course!
Whether you go introduce yourself in person or send a letter in the mail, you can offer something to be delivered via e-mail … (10 comments)
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real estate farming: Can I Send Just One Letter?
- 02/09/11 05:34 PM
This is a question that comes up every now and then. Sometimes by phone, but this time by email...
The question:
Dear Marte,
I’ve been looking at your expired listing letter sets and thought about trying them. But they’re either 4 or 10 letters, and I really want to send just one letter.
I want to introduce myself and urge them to call me to list their houses. The letter should be short, because I don’t believe people read very much.
Can you write me just one short letter to send to expired listings?
My answer:
Yes, I could … (5 comments)
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real estate farming: This Isn't Prospecting, It's Farming!
- 04/14/10 08:04 PM
Yesterday some words jumped out at me from a web page. They were “Farming vs. Hunting.”
For some reason they stayed in my mind and I kept coming back to those words and pondering them all day. Words and their meanings fascinate me - I suppose that goes with being a copywriter.
Later, as I was driving in to town to do errands it suddenly hit me: For months now I’ve been using the word “prospecting” to describe the many marketing methods you use to gather in new customers and clients.
The real estate letter sets I’ve written for agents to … (11 comments)
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Denise Lones has created a blueprint for success for agents who wish to "own" their own geographical territory. This is farming at it's best... so read and heed! 
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